ReversingLabs

Role Description You, as the Demand Generation Specialist, will be highly organized and execution-focused. This role reports directly to the Sr. Director, Demand Generation & Growth Marketing, and provides critical hands-on support to the demand generation strategists of the team. This is a workhorse role at the heart of our marketing operations. You will be the person who makes campaigns actually happen. From owning all email marketing in HubSpot to running the webinar program from setup to promotions, to pulling metrics, and supporting the digital marketing team with AEO/SEO projects & content. You will be the execution engine that keeps programs moving on time and on target. We are a forward-thinking team that embraces AI tools to work smarter and faster. The ideal candidate is comfortable leveraging AI, whether for drafting email copy, summarizing performance data, or streamlining repetitive tasks, and is always looking for ways to use technology to do their best work more efficiently. This is the right role for someone who takes pride in delivering measurable impact, thrives on variety, loves marketing technology, and wants to grow their career within a high-performing demand generation team at a category-defining cybersecurity company. What You Will Do - HubSpot & Email Marketing - Own the end-to-end build and execution of marketing emails in HubSpot, with the support of Marketing Operations, including A/B testing, copy formatting, list segmentation, scheduling, and communications calendar coordination. - Leverage HubSpot AI features to accelerate email drafting, subject line testing, and workflow building. - Build and manage email nurture workflows and drip sequences under the strategist's direction. - Maintain list hygiene, contact segmentation, and database health within HubSpot alongside Marketing Operations. - Ensure proper campaign tracking & reporting is functioning correctly between HubSpot and Salesforce. - Webinar & Virtual Event Operations - Own the full technical setup and execution of webinars across platforms, including Zoom Webinars & Payload CMS. - Manage all webinar mechanics: registration page setup, confirmation and reminder emails, workflow configuration, scheduling speakers, day-of coordination, recording management, and post-event follow-up sequences. - Partner with the Demand Gen Content Manager & Product Marketing to maintain an up-to-date calendar of upcoming webinars and execute accordingly to ensure seamless webinar promotion and attendee experience. - Serve as the Virtual Events Coordinator for 3rd party/sponsored virtual summit and webinar execution, from submitting abstracts to sending lead lists to Marketing Ops. - Digital Marketing Support - Provide hands-on support to the Digital Marketing team on time-intensive tasks, including landing page builds, UTM tracking setup, or submitting creative requests for digital assets. - Use AI tools to speed up drafting, editing, and formatting of campaign assets. - Assist with paid media campaign operations across Google Ads and LinkedIn Campaign Manager as needed. - Reporting & Campaign Metrics - Own the regular pulling and compiling of campaign performance metrics for the team, including leads by channel, email performance, webinar attendance, and pipeline attribution. - Assist with monthly and quarterly marketing and budget reporting for team members or senior leadership as needed. - Team & Strategist Support - Serve as a reliable execution partner to the demand generation strategists and the Sr. Director, Demand Generation & Growth Marketing - taking direction well, flagging issues proactively, and delivering on time. - Learn our project management tool, Monday.com, to help team members manage campaign launches with content, design, and product marketing teams to ensure timely asset delivery and smooth campaign execution. - Take ownership of tasks end-to-end so strategists can stay focused on higher-level planning and strategy. - Other duties as assigned. Qualifications - 2-4 years of experience in marketing, demand generation, or marketing operations (internships and co-ops count). - Hands-on experience with HubSpot (or similar marketing automation tool) - including email marketing, list setup, and reporting - preferred but not required. - Comfort working in Salesforce for lead management and reporting, or strong technical acumen to pick it up quickly. - Experience with webinar platforms such as Zoom Webinars or ON24. - Comfortable using AI tools - our team uses Claude, Jasper, and HubSpot AI features daily; we expect this person to embrace AI as a core part of their workflow for drafting, summarizing, and accelerating repetitive tasks. - Exceptional attention to detail - you catch errors before they go out the door. - Strong ability to manage multiple projects and deadlines simultaneously without losing quality. - Analytical mindset with comfort pulling, organizing, and presenting data in spreadsheets and dashboards. - Clear, professional written communication skills. - A proactive, no-task-too-small attitude - you take ownership, follow through, and ask questions to keep learning and improving. - Ability to take direction from multiple stakeholders and prioritize effectively in a fast-paced environment. - Genuine interest in cybersecurity or enterprise software. - Bachelor's degree in Marketing, Communications, Business, or related field - or equivalent experience. Benefits - Base Salary: $74,000 – $84,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build. - 401(k) with both Traditional and Roth options to support your long-term financial goals. - Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings. - Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs. - Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind. - 100% Employer-paid dental, vision, disability, and life insurance. - Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection. - Pet insurance: because family comes in many forms. - Complimentary Calm app membership to support mindfulness, focus, and better sleep. - Flexible PTO: take the time you need to recharge and take care of what matters most. - Quarterly Wellness Weekends: company-wide 3-day breaks built into the year to truly rest and reboot. - Remote work stipend to help offset internet and cell phone expenses. - Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization you care about. - Continuous learning and development with full access to Udemy Business. - Clear paths for advancement, internal mobility, and ongoing career development. - A collaborative, innovative, and remote-first environment where your work has real impact.

• Own the end-to-end build and execution of marketing emails in HubSpot • Leverage HubSpot AI features to accelerate email drafting • Build and manage email nurture workflows and drip sequences • Own the full technical setup and execution of webinars across platforms • Manage all webinar mechanics • Provide hands-on support to the Digital Marketing team • Own the regular pulling and compiling of campaign performance metrics • Serve as a reliable execution partner to the demand generation strategists

• Work with Demand Generation to develop and execute a comprehensive strategy for content marketing in alignment with RL’s overall demand generation goals and objectives. • Work with the Content Team to manage a content calendar to ensure consistent and timely delivery of high-quality content for the purpose of demand generation goals across channels including: webinars, emails, podcasts, blog posts, nurtures, long-form reports/ebooks, whitepapers, video content, and social media content. • Serve as a liaison between product marketing and demand generation to ensure content is strategically aligned with campaign themes & company priorities. • Work with RL’s SEO/AEO team to create, optimize, and develop content aligned with strategies to increase organic traffic and improve SERP rankings. • Engage and coordinate with a network of external content contributors and agencies, including public relations (Guyer group). • Create and curate content for social media platforms and engage with the community. Work with RL’s Creative team to execute social media campaigns - scheduling posts, etc. • Monitor demand gen content performance metrics and use data insights to drive content strategy and improvements. • Collaborate with cross-functional teams to ensure brand consistency and messaging alignment. • Stay up-to-date with industry trends, best practices, and emerging content marketing techniques. • Other duties as assigned

Role Description The Content Manager, Demand Generation will be responsible for developing and managing the strategy and execution of content supporting demand generation operations for ReversingLabs. This manager role will report directly to RL’s Senior Director of Demand Generation & Growth Marketing (Christina Lyle), and will also support the Digital Marketing Lead, Jose Bormey with SEO/AEO efforts. The role will also have a dotted line to the Content Team and Product Marketing, with the goal of creating compelling and engaging content across various channels aligned to overall content themes for the company. The Content Manager, Demand Generation role requires both creative and strategic thinking as well as strong project management skills, as they work to educate the market about the rapidly changing threat and software supply chain security spaces, and increase RL brand awareness and promote engagement with ReversingLabs by individuals who align with RL’s target audiences. What You Will Do - Work with Demand Generation to develop and execute a comprehensive strategy for content marketing in alignment with RL’s overall demand generation goals and objectives. - Manage a content calendar to ensure consistent and timely delivery of high-quality content across channels including: webinars, emails, podcasts, blog posts, nurtures, long-form reports/ebooks, whitepapers, video content, and social media content. - Serve as a liaison between product marketing and demand generation to ensure content is strategically aligned with campaign themes & company priorities. - Work with RL’s SEO/AEO team to create, optimize, and develop content aligned with strategies to increase organic traffic and improve SERP rankings. - Engage and coordinate with a network of external content contributors and agencies, including public relations (Guyer group). - Create and curate content for social media platforms and engage with the community. - Monitor demand gen content performance metrics and use data insights to drive content strategy and improvements. - Collaborate with cross-functional teams to ensure brand consistency and messaging alignment. - Stay up-to-date with industry trends, best practices, and emerging content marketing techniques. - Other duties as assigned. Justification The Content Manager, Demand Generation is a position designed to improve the efficiency and effectiveness of RL’s demand generation team by closely coordinating content creation — from webinars to reports to social media posts and AEO — with the needs of the demand generation team and specific demand generation campaigns. The position will fill an existing vacancy on the Demand Generation team resulting from the departure of RL’s Senior Manager of Demand Generation (formerly Joanna Smith Vance). It will also promote closer alignment and collaboration between RL’s content marketing and product marketing teams with demand generation. Given that demand generation is critical for RL marketing to populate its lead pipeline and meet its sales goals, aligning the position to take a more active role in creating and managing the content that fuels DG campaigns is critical for RL’s continued success. Why Now? Demand Generation is a critical element of RL’s sales and marketing strategy. In the past two years, DG activities have resulted in the creation of 1,750 meetings booked, resulting in $20M in new logo pipeline. Recent departures from the DG team pose extreme challenges as it looks to continue to conduct effective campaigns at the cadence needed to keep RL’s sales pipeline populated to the degree needed to produce new accounts and revenue. Refilling this position, while also modifying the role to better meet the needs of our demand generation and sales teams, is critical if RL is to turn the “lemons” of departing employees into the “lemonade” of revised and more effective marketing and sales strategies. Qualifications - Bachelor's degree in Marketing, Communications, or related field. - 3-6 years of experience in content marketing for B2B SaaS or technology companies. - Proven track record of developing and executing successful content marketing strategies. - Strong writing and editing skills, with the ability to create engaging and persuasive content. - Experience working with AI tooling including Jasper, ChatGPT, Anthropic Claude and Google Gemini to automate and facilitate content creation. - Experience with SEO optimization and familiarity with SEO tools. - Knowledge of social media platforms and experience with social media content creation and management. - Understanding of marketing analytics and ability to interpret data to drive content strategy. - Excellent project management and organizational skills, with the ability to prioritize and meet deadlines. - Ability to work collaboratively and cross-functionally in a fast-paced, deadline-driven environment. - Experience in the cybersecurity industry is a plus. - Experience with marketing automation and CRM platforms is a plus. Benefits - Base Salary: $119,000 – $129,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity. - 401(k) with both Traditional and Roth options to support your long-term financial goals. - Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings. - Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels. - Health Reimbursement Arrangement (HRA) to reimburse your medical deductible. - 100% Employer-paid dental, vision, disability, and life insurance. - Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage. - Pet insurance. - Complimentary Calm app membership to support mindfulness, focus, and better sleep. - Flexible PTO. - Quarterly Wellness Weekends: company-wide 3-day breaks built into the year. - Remote work stipend to help offset internet and cell phone expenses. - Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization. - Continuous learning and development with full access to Udemy Business. - Clear paths for advancement, internal mobility, and ongoing career development. - A collaborative, innovative, and remote-first environment.

• Develop and manage ReversingLabs’ core use case messaging, positioning, and key collateral. • Lead the Product Marketing team, operating as a player-coach who drives strategy while staying close to execution on high-priority initiatives. • Facilitate executive alignment on value proposition and key messaging. • Implement and manage cross-functional processes with other teams supporting new product introduction, solution messaging, sales enablement, campaign development, demand generation, and sales support. • Champion AI tools for product marketing, collaborating cross-functionally to establish processes around governance, use cases, and team use, ensuring AI accelerates productivity without compromising brand voice or factual integrity. • Integrate AI tools into the collateral generation workflow to increase throughput of first drafts for datasheets, solution briefs, white papers, social posts, and blogs, while maintaining rigorous human editorial standards and technical accuracy review. • Manage the marketing product launch process, including acting as an evangelist for new product capabilities. • Understand market trends, customer requirements, product use cases and buying behavior, supporting corporate strategic and tactical campaign activities. • Own day-to-day and long-term management of our competitive landscape, with the ability to adjust messaging, positioning, and supported collateral to maintain competitive differentiation. • Develop and curate strong messaging, campaigns, and sales and channel assets, including presentations, videos, demos, solution maps, white papers, and data sheets. • Educate the market about ReversingLabs’ value offerings through multiple assets such as demos, white papers, workshops, presentations, and blogs, driving views of those assets. • Assist with the ReversingLabs customer reference program to engage our customers and to showcase customer success, case studies, and value realization achieved using ReversingLabs. • Work closely with Demand Generation, Creative, Content Marketing, Field Marketing, Channel Marketing, Sales Enablement, Sales, and ReversingLabs executives. • Establish KPIs and metrics to evaluate the effectiveness of product marketing and continuously analyze data to optimize strategies. • Manage and expand ReversingLabs’ industry analyst program to advance the understanding and inclusion of ReversingLabs’ offerings in their research and reports.

• Own the end-to-end event strategy that is aligned with overall marketing and business objectives. Source feedback & track metrics for all events and provide recommendations for new strategies to changing market landscapes and prior performances. • Design the full “event journey” from pre-event demand generation, the on-site experience, to the post-event sales sequence, bringing creativity and ideating on ways to optimize each touchpoint to drive increased awareness, lead gen, meetings booked or deal acceleration. • Continually identify new and innovative ways of executing event solutions while minimizing spend and maximizing ROI. • Manage a diverse portfolio of programs, including large-scale trade shows, conferences, executive summits, Sales Kickoffs (SKOs), and flagship customer events, ensuring alignment with company objectives, brand standards, and revenue goals. • Track and report event performance metrics; provide data-driven recommendations to continuously optimize strategy and spend. • Manage and mentor the events team, including direct oversight and training of the relevant team member(s), fostering a culture of collaboration, creativity, and excellence while guiding professional development, daily task prioritization, and the successful execution of high-impact event and field marketing initiatives. • Ensure each event aligns with brand guidelines and generates meaningful engagement. • Collaborate with internal stakeholders, including sales, product, creative, and content teams, to ensure seamless integration and alignment of marketing efforts with overall business goals • Move beyond logistics to design the full "event journey," including pre-event demand generation strategy, the on-site experience, and the post-event sequence to ensure full funnel strategy to support pipeline generation. • Collaborate with sales enablement to ensure seamless handoff from marketing event to sales pipeline with communications around the value proposition and effective follow up of each event. • Partner directly with Marketing Operations to ensure the data flow—from initial scan/lead capture to closed-won deal—is accurate, visible, and optimized within the CRM. • Own & evolve the Event Standard Operating Procedures (SOPs), continuously updating and refining them to improve the marketing org's efficiency and scalability. • Manage budget tracking to plan: Assume management of the total Field and Event Marketing budget, including quarterly forecasting and tracking actual spend to budget. • Support Vendor Strategy & Negotiation: Support vendor coordination and evaluation, selection tracking, and high-level contract negotiations for all event-related vendors and agencies to ensure cost-efficiency and service quality.

Role Description You, as the Senior Field & Events Marketing Manager, will be a pivotal figure in our marketing team, owning the full event lifecycle from strategy and creative concept through flawless execution and post-event sales alignment. In this role, you’ll be both an IC executing all Field Events & a Manager of the Channel & Fed Events coordinator, driving the development and implementation of innovative marketing programs to promote our brand, products, and services at in-person events, ensuring our presence stands out and drives measurable results. What You Will Do - Event Strategy & Pipeline Impact: - Own the end-to-end event strategy that is aligned with overall marketing and business objectives. - Source feedback & track metrics for all events and provide recommendations for new strategies to changing market landscapes and prior performances. - Design the full “event journey” from pre-event demand generation, the on-site experience, to the post-event sales sequence. - Continually identify new and innovative ways of executing event solutions while minimizing spend and maximizing ROI. - Manage a diverse portfolio of programs, including large-scale trade shows, conferences, executive summits, Sales Kickoffs (SKOs), and flagship customer events. - Track and report event performance metrics; provide data-driven recommendations to continuously optimize strategy and spend. - Manage and mentor the events team, fostering a culture of collaboration, creativity, and excellence. - Ensure each event aligns with brand guidelines and generates meaningful engagement. - Collaborate with internal stakeholders to ensure seamless integration and alignment of marketing efforts with overall business goals. - Sales Strategy & Post-Event Alignment: - Design the full "event journey," including pre-event demand generation strategy, the on-site experience, and the post-event sequence. - Collaborate with sales enablement to ensure seamless handoff from marketing event to sales pipeline. - Strategy, Lifecycle Oversight & Process Optimization: - Partner directly with Marketing Operations to ensure the data flow is accurate, visible, and optimized within the CRM. - Own & evolve the Event Standard Operating Procedures (SOPs), continuously updating and refining them. - Financial & Resource Management: - Manage budget tracking to plan, including quarterly forecasting and tracking actual spend to budget. - Support vendor coordination and evaluation, selection tracking, and high-level contract negotiations for all event-related vendors. Qualifications - BA/BS degree or equivalent with working experience in B2B marketing and demand generation. - 6-8 years in marketing roles, with a focus on field and events marketing. - Proven experience in managing a team and delivering successful events. - Strategic thinker—not just an event executor. - Demonstrated ability to lead, motivate, and develop a team towards high performance. - Strong project management skills, capable of handling multiple projects simultaneously. - Excellent written and verbal communication skills. - Ability to think creatively and bring innovative ideas to event and field marketing strategies. - Proficiency in analyzing data and extracting actionable insights to drive continuous improvement. Benefits - Base Salary: $168,000 – $178,000 plus performance-based bonus or commission. - 401(k) with both Traditional and Roth options. - Flexible Spending Accounts (Health Care & Dependent Care). - Exceptional medical coverage, covering nearly 90% of premiums. - Health Reimbursement Arrangement (HRA) for medical deductible reimbursement. - 100% Employer-paid dental, vision, disability, and life insurance. - Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage. - Pet insurance. - Complimentary Calm app membership. - Flexible PTO. - Quarterly Wellness Weekends. - Remote work stipend. - Volunteer Time Allowance: 8 paid hours annually. - Continuous learning and development with full access to Udemy Business. - Clear paths for advancement and ongoing career development. - A collaborative, innovative, and remote-first environment.

Role Description We are seeking extraordinary talent for this game-changing opportunity to help forge a transformational journey at ReversingLabs. The Senior Director of Product Marketing will be an experienced executive responsible for designing, planning, implementing, and managing the overall product marketing strategy. This role will define ReversingLabs’ positioning, messaging, and competitive differentiation. This role will report to the VP of Product Management, which is a deliberate, strategic decision. As part of the product management organization, you’ll have faster access to product insights and tighter alignment on positioning before launch. What You Will Do - Develop and manage ReversingLabs’ core use case messaging, positioning, and key collateral. - Lead the Product Marketing team, operating as a player-coach who drives strategy while staying close to execution on high-priority initiatives. - Facilitate executive alignment on value proposition and key messaging. - Implement and manage cross-functional processes with other teams supporting new product introduction, solution messaging, sales enablement, campaign development, demand generation, and sales support. - Champion AI tools for product marketing, collaborating cross-functionally to establish processes around governance, use cases, and team use. - Integrate AI tools into the collateral generation workflow to increase throughput of first drafts for datasheets, solution briefs, white papers, social posts, and blogs. - Manage the marketing product launch process, including acting as an evangelist for new product capabilities. - Understand market trends, customer requirements, product use cases, and buying behavior. - Own day-to-day and long-term management of our competitive landscape. - Develop and curate strong messaging, campaigns, and sales and channel assets. - Educate the market about ReversingLabs’ value offerings through multiple assets. - Assist with the ReversingLabs customer reference program. - Work closely with Demand Generation, Creative, Content Marketing, Field Marketing, Channel Marketing, Sales Enablement, Sales, and ReversingLabs executives. - Establish KPIs and metrics to evaluate the effectiveness of product marketing. - Manage and expand ReversingLabs’ industry analyst program. Qualifications - 10+ years of experience in product marketing in the cybersecurity industry. - Proven ability to build and lead a high-performing product marketing team. - Demonstrated ability to deeply understand the technical aspects of our solutions. - PE- or VC-backed startup experience is a plus. - Track record in building new categories and or pivoting categories. - Deep understanding of the security market and competitive landscape. - Experience building trusted relationships with executive sponsors and end users. - Bachelor’s degree in computer science, marketing, business, or related area. - Outstanding written and verbal communication skills. - Experience with evangelizing products and public speaking at conferences and webinars. - Proven track record of taking ownership and delivering results in a fast-paced environment. - Demonstrated experience managing projects across functional teams. - Experience with analyst relations. - Uses data to measure results and inform decision-making. - Based in the United States. - Ability to travel 30% of the year. Leadership Capabilities - Communicates and influences - Clearly communicates information and ideas. - Builds and maintains high-performing teams - Attracts, develops, engages, and retains talented team members. - Analytical and instinctual - Compares information from multiple sources to identify core issues. - Business acumen - Deep understanding of the cybersecurity market and SaaS products. Benefits - Base Salary: $206,000 – $216,000 plus performance-based bonus or commission. - 401(k) with both Traditional and Roth options. - Flexible Spending Accounts (Health Care & Dependent Care). - Exceptional medical coverage, covering nearly 90% of premiums. - Health Reimbursement Arrangement (HRA) for medical deductible reimbursement. - 100% Employer-paid dental, vision, disability, and life insurance. - Voluntary benefits including life insurance and accident coverage. - Pet insurance. - Complimentary Calm app membership. - Flexible PTO and quarterly wellness weekends. - Remote work stipend. - Volunteer Time Allowance: 8 paid hours annually. - Continuous learning and development with full access to Udemy Business. - Clear paths for advancement and ongoing career development. - A collaborative, innovative, and remote-first environment.

• Build, inspire, and scale a world-class People team — creating a culture of high performance, psychological safety, and relentless curiosity. • Co-architect a people strategy with the SVP of HR and executive leadership that's tightly coupled to business growth and organizational ambition. • Be the strategic advisor senior leaders didn't know they needed — bringing equal parts data, judgment, and humanity to every conversation. • Own the full HR ecosystem, compensation and benefits, performance management, learning & development, employee relations, and internal communications — running it like a well-oiled, people-first engine. • Design compensation and benefits frameworks that are competitive, equitable, and compelling across the US, EMEA, and Canada. • Build HR policies and processes that are scalable, values-driven, and ready for wherever we're growing next. • Serve as a strategic business partner to the Talent Acquisition team — providing compensation intelligence and EVP insights that give us an edge in the war for top talent. • Think in org charts and skill maps — identifying gaps, succession risks, and structural opportunities before they become problems. • Turn workforce data into proactive decisions, predicting attrition, spotting engagement trends, and building retention strategies that work. • Build learning ecosystems — not just training programs — that unlock potential at every level of the organization. • Own the entire employee journey, from the moment someone signs their offer letter to the day they become an enthusiastic alumni. • Champion belonging, inclusion, and psychological safety — not as initiatives, but as lived realities embedded in how we operate. • Create and close feedback loops that make employees feel genuinely heard — and make us measurably better as a result. • Navigate complex employee relations matters — investigations, disciplinary processes, exits — with care, rigor, and sound legal judgment. • Stay ahead of the regulatory curve across US, EMEA, and Canadian employment law — turning compliance from a checkbox into a strategic safeguard. • Partner with Legal and Finance to handle complex employment matters with confidence and precision. • Proactively update policies, documentation, and training so we're always one step ahead of risk. • Partner with global HR teams to build a unified people culture that transcends geography while honoring local nuance. • Manage the HR budget with the commercial mindset of a business leader — investing where it matters, optimizing where it doesn't. • Champion the adoption of HR technology and AI-powered tools that make the people function faster, smarter, and more human.

Role Description You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships. The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and ReversingLabs. - Provide administrative oversight. - Act as an advocate of ReversingLabs within the strategic partner ecosystem. - Act as an advocate of the partner within ReversingLabs. - Establish deep relationships with key strategic partner stakeholders. - Collaborate with local channel sales directors & regional sales directors to manage business objectives and action plans. - Engage in strategic sales opportunities to drive profitable revenue growth for both ReversingLabs and our partner(s). - Focus on driving new channel relationships into the Regional Channel Manager territories. - Collaborate with regional sales directors to find partners/relationships within the targeted account list. What You Will Do - Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s). - Identify key initiatives and targeted sellers associated. - Develop marketing and technological activities to support initiatives in the field. - Assist with and monitor execution of field plan activities. - Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders. - Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs). - Regularly identify opportunities for business plan enhancement, make changes accordingly, monitor for performance, repeat as necessary. - Perform quarterly business review (QBR) with assigned strategic partner(s). - Overall sales and revenue performance against strategic partner target(s). - Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager). - Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.). - Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s). - Sales/Revenue breakdown (examples): - Seller Participation - Product - Contract Term - New Logo Attainment - Large Deal Quantity - Develop national/regional market coverage plans and initiatives. - Drive recruitment initiatives where applicable for underdeveloped markets. - Develop onboarding programs and strategies. - Strategic sellers – work with channel manager on general onboarding process. - Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic product material. Qualifications - A disciplined and proven customer-centric sales process. - Demonstrated Channel Sales experience with a track record of exceptional achievement. - Experience in a complex sales environment, managing large, visible, demanding customer accounts. - The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done. - The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles. - The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative. Benefits - Base Salary $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity. - 401(k) with both Traditional and Roth options to support your long-term financial goals. - Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings. - Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels. - Health Reimbursement Arrangement (HRA), reimbursing your medical deductible. - 100% Employer-paid dental, vision, disability, and life insurance. - Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage. - Pet insurance. - Complimentary Calm app membership to support mindfulness, focus, and better sleep. - Flexible PTO. - Quarterly Wellness Weekends. - Remote work stipend. - Volunteer Time Allowance, 8 paid hours annually. - Continuous learning and development with full access to Udemy Business. - Clear paths for advancement and ongoing career development. - A collaborative, innovative, and remote-first environment. Company Description ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status.